Beginners in martial arts start out as white belts. The white belt symbolizes purity and lack of knowledge, like a seed waiting to germinate. Likewise, in negotiating there are indicators that you are a novice, such as not being aware that everything is negotiable under the right circumstances.
Not only cars and houses can be subject to haggling in the United States; items such as death and taxes can be negotiable as well. For instance, if you can negotiate better healthcare, you are likely to live longer, and if you can reduce your taxes, you instantly increase your standard of living. I regularly receive a “good patient” discount from my dentist because I always pay my bills promptly and, when representing clients before the IRS, have gotten the agency to forgive tens of thousands of dollars in back taxes.
The second rank is usually the yellow belt, which represents the seed reaching for the sun and getting ready to grow. In martial arts you prepare for a contest by spying on your opponent to find any weaknesses. In negotiating you do the same thing by doing your homework about the party you are bargaining with. For example, if you’re buying a diamond ring, what are the attributes that make one more valuable than the other, and what’s the lowest price you can find for the one you want on the Internet?
The third belt is green, which symbolizes the seed beginning to sprout. In martial arts you learn how to warm up by stretching your muscles so you don’t injure yourself. In negotiating you warm up by building rapport with the other party through small talk. Many amateur bargainers miss this step, which is crucial because people like to do business with people they like.
The fourth belt is blue, symbolizing the plant reaching for the sky. In martial arts you practice your punching and blocking techniques. At this stage in the bargaining process, you learn to respond to offers in a way that doesn’t give away your intentions. For example, if a seller offers you a 5% discount, you should reply, “You’ll have to do better than that.” This implies that his or her offer isn’t good enough without you putting anything on the table yourself.
The fifth belt is usually brown, calling to mind the plant becoming firmly rooted in the earth. In martial arts this is the stage where you learn to use time effectively in a tournament. Negotiators at this level know that it’s crucial to set deadlines for the other party; otherwise, there is no pressure to come to an agreement. Savvy bargainers know that if you give people all day to make up their minds, they will take all day. They are also aware that the person with the least time pressure usually wins.
The sixth belt is red, symbolizing the setting sun and the fact that the plant has matured. This is the stage where martial artists learn to always be on guard because there can be unfair fighters who will kick you when your back is turned or even hit you below the belt.
Similarly, there are dirty fighters in negotiating who will try to trigger your emotions by insulting you or try to renegotiate a contract after signing it. Experienced negotiators do not allow themselves to get emotionally involved and protect themselves against renegotiations by always saving something for the end for such events.
The final belt is black, meaning that the highest level of skill has been achieved. However, in martial arts and in negotiating the learning never stops. In fact, there are actually 10 black belt degrees, each one harder than the last. In negotiating you can never stop learning if you want to be a master. There are many ways to improve your bargaining skills, such as going to garage sales and flea markets and constantly looking for opportunities to bargain.
About the Author
Michael Soon Lee, M.B.A., has been a world-class negotiator and martial artist. He has put together multimillion-dollar real estate deals, international broadcast contracts, and major motion picture agreements and even arranged for discounts on gas for his car. Michael has also studied and taught martial arts including judo, jujitsu, karate, and tae kwon do. Over the years he has combined his negotiating and martial arts skills to save millions of dollars for himself and his clients. In addition, he is the author of the new book Black Belt Negotiating (AMACOM Books, 2007). Michael’s website is www.seminarsunlimited.com, and he can be reached by phone at 800-417-7325.
